Exam 11: Determining Customer Needs With a Consultative Questioning Strategy

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A(n)________ presentation is used by salespeople to ensure that current customers maintain an ongoing awareness and familiarity with a product.

(Multiple Choice)

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Question 61

What is the LEAST likely result of a salesperson who exhibits consultative problem-solving skills?

(Multiple Choice)

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Question 62

Probing questions help you to uncover and clarify the prospect's buying problem and the circumstances surrounding the problem.

(True/False)

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Question 63

"How do you feel about using a computer to keep your expense records?" is an example of a(n)________ question.

(Short Answer)

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Question 64

________ questions help us to determine if there is mutual understanding of the problems and circumstances the customer is experiencing.

(Short Answer)

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Question 65

Women's swimwear designer Meli Kinaua'a designs high-end swimsuits. The suits are sexy in style, but fit a wide variety of body shapes and sizes, which is unusual in the high-end market. Sales director Jeannie Park sells the suits to boutiques at exclusive resorts and hotels. These boutiques usually carry other high-end swimsuit lines. -Which of the following is a probing question Jeannie could ask a boutique buyer?

(Multiple Choice)

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Question 66

Confirmation questions are most likely intended to reveal:

(Multiple Choice)

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Question 67

Showing 61 - 67 of 67

A(n)________ presentation is used by salespeople to ensure that current customers maintain an ongoing awareness and familiarity with a product.

What is the LEAST likely result of a salesperson who exhibits consultative problem-solving skills?

Probing questions help you to uncover and clarify the prospect's buying problem and the circumstances surrounding the problem.

"How do you feel about using a computer to keep your expense records?" is an example of a(n)________ question.

________ questions help us to determine if there is mutual understanding of the problems and circumstances the customer is experiencing.

Confirmation questions are most likely intended to reveal:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Creating Value With the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

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